May 13, 2016 by Eric Thompson in Professional Development
Number One: Never implement more than one prospecting activity at a time (unless you’ve decided to assume the responsibility for reaching your sales goals).
Being engaged in more than one prospecting activity at a time (cold calling, networking, and generating referrals, for instance) requires focus, organization, follow up, and follow through—activities that demand considerably more time and energy than sitting at your desk waiting for the next hot prospect to call you.
If you expend all your energy attempting to uncover potential prospects, you’ll be too exhausted to effectively interact with them when you find them.
So, stay at your desk and take it easy. Have another cup of coffee, and by all means, preserve your energy. The phone is bound to ring any time now.
Number Two: Never establish a meeting agenda when you schedule an appointment with a prospect (unless you see some sort of benefit to adding a degree of predictability to the outcome of the meeting).
Establishing an agenda at the time you schedule an appointment takes all the mystery out of the meeting. Since you and your prospect will have agreed to the objectives for the meeting, and also know what to expect from one another, odds-on, the meeting will move along in a predictable and uneventful manner. Sure, the meeting is likely to be more productive—you won’t waste time making small talk and your prospect won’t be giving you an impromptu tour of left field as he or she eventually gets to the point. But, think about how boring that will be. It will be like watching a movie where you already have a strong sense about the ending. No surprises. No drama. Who wants to watch that sort of movie or invest their time in THAT sort of meeting?
When you schedule an appointment, settle on the date, place, and time—and not much else. Don’t even establish how much time—let that be a surprise as well. You may not accomplish much during the meeting, but think about all the great stories you’ll have to tell when you get back to the office.
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